The majority of home services shoppers start their journey by finding and comparing providers online, usually through searches. When they’ve completed their research, they often convert by calling.
To acquire more customers, home services marketers are optimizing SEO and digital ads to drive more high-quality calls. And they’re delivering more personalized experiences when consumers call to increase conversions.
The Home Services Consumer Journey Often Begins Online
1. Consumers researching moving, pest control, locksmith services, and lawn care are the most likely to use search engines. In the majority of home services verticals, over 55% of consumers run a search before scheduling an appointment (source: LSA).
2. Mobile searches are growing year-over-year in many home services verticals. Among the fastest growing search terms are “HVAC repair,” “landscaping near me,” “plumbers near me,” and “roofing companies” (source: Google).
3. Most home services consumers don’t have a company in mind when they run a search. This presents an opportunity for home services marketers to convert these undecided searchers (source: LSA).
Home Services Marketers Invest More in Search and Digital Ads to Acquire Customers
4. Costs per click on Google Ads for certain home services keywords can exceed $40. In this competitive landscape, home services marketers must invest significant budget in search ads to acquire new customers (sources: WordStream, ACCA, HubSpot).
5. Costs per lead for home services often exceed $100. With home services ad spend on the rise, marketers are paying more for each lead (sources: WordStream, ACCA, HubSpot).
Many Home Services Consumers Researching Online Convert by Calling
6. Consumers searching for plumbing, appliance repair, and fencing services are most likely to call after making a search. Since many home services purchases are urgent or considered, consumers often prefer to speak to a live agent, rather than fill out an online form (source: LSA).
7. 40% of home services consumers who call from search make a purchase. Other popular next actions include scheduling an appointment, checking hours, and inquiring about pricing (source: Google).
8. Roofing, home remodeling, and deck and patio consumers spend the most when they call from search to make a purchase. On average, home services consumers spend anywhere from $84 to $4,589 when they convert on a call placed after search (source: LSA).
There Is Huge Revenue Potential in Optimizing Search Marketing to Drive More Calls
9. Calls will influence $1 trillion in US consumer spending this year. In our mobile-first world, calls are often the most convenient way for customers to convert (Source: BIA/Kelsey).
10. Phone calls convert to 10-15x more revenue than web leads. Calls are the most valuable conversions home services marketers can drive. By tracking the calls driven by your home services ads, you can measure your full ROI and optimize accordingly (Source: BIA/Kelsey).
11. Callers convert 30% faster than web leads. Calls provide a more immediate return on your home services marketing investment (Source: Forrester).
12. Caller retention rate is 28% higher than web lead retention rate. Driving calls from home services marketing campaigns is also more profitable in the long-term-—callers are more loyal than web leads (Source: Forrester).
Home Services Marketers Are Personalizing the Caller Experience to Boost Conversions
13. 18% of home services calls go unanswered on weekdays, while 41% go unanswered on weekends. Home services providers are frustrating consumers and leaving revenue on the table with each of these unanswered calls (source: DialogTech).
14. 80% of customers say the experience a company provides is as important as its products and services. Expectations for the consumer journey have never been higher—to acquire new customers, home services marketers need to meet them. This includes calls (source: Salesforce).
15. 65% of consumers have cut ties with a brand over a single poor customer service experience. If you fail to provide frictionless caller experiences, it will cost you customers (source: Digiday).
16. 32% of consumers say phone calls are the most frustrating customer service channel. Simply fielding inbound phone calls isn’t enough for home services marketers—it’s important to have data on each caller so you can quickly and efficiently address their needs (source: Aspect).
So What Can Home Services Marketers Do to Drive More Call Conversions?
- Make it easy for consumers to call you. This includes using call extensions on Google ads and making “call now” an action on web pages.
- Track callers from marketing source to appointment or sale. This will help you understand how your digital marketing is generating calls.
- Use call analytics to personalize the caller experience. To convert callers, it’s important to provide a frictionless, personalized experience that makes them feel valued and known.
- Capture the common questions callers are asking on calls and address them in your online content to improve SEO and boost conversions.
- Analyze conversations to measure what percentage of calls aren’t being answered at each location, if long on-hold times result in high call abandon rates, if the caller was a good lead, if they converted, and which agents or locations are best (and worst) at converting callers to consumers. You can then make the appropriate adjustments to your marketing and coach your agents if necessary.
- Integrate call data with your CRM and advertising tools. In turn, you’ll gain a holistic view of the consumer journey and allocate your budget more effectively.
- Target past callers and lookalikes with the right ads. Your callers provide a wealth of targeting data you can use to more effectively acquire new customers and retarget qualified callers based on whether or not they booked an appointment or converted.
- Optimize, analyze, repeat. Once you start generating more calls, it’s important to continually test and scale your processes, while correcting issues that hurt your ROI.
To learn more home services best practices, download our eBook: The Home Services Marketer’s Guide to Driving Consumer Calls from Search.
To learn more home services best practices, download our eBook: The Home Services Marketer’s Guide to Driving Consumer Calls from Search.Download My eBook